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part 6: Global entrepreneurship class - culture
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Global EntrepreneurshipDeveloping Global Mindset for Entrepreneurs
Brian David Butler
TeachingBrian Butler is currently a professor with Forum-Nexus which is co-sponsored by the IQS Business School of the Ramon Llull University in Barcelona and the Catholic University of Milan He teaches classes on International Finance and Global Entrepreneurship in Europe every July and January
In Miami Brian has taught Finance Economics and Global Trade at Thunderbirdrsquos Global MBA program in Miami
He previously worked as a research analyst at the Columbia University Business School in New York City
brianbutlerforum-nexuscombriandbutlergmailcomLinkedInbriandbutlerSkype briandbutler
Brian David Butler
InternationalA global citizen Brian was born in Canada raised in Switzerland (where he attended international British school) educated through university in the US started his career with a Japanese company moved to New York to work as an analyst married a Brazilian and has traveled extensively in Latin America Asia Europe and North America
Brian currently lives in Recife Brazil where he is teaching classes on ldquoGlobal Entrepreneurshiprdquo at the university ldquoFaculdade Boa Viagemrdquo
brianbutlerforum-nexuscombriandbutlergmailcomLinkedInbriandbutlerSkype briandbutler
Brian ButlerFounder of ldquoKookyPlancomrdquo ndash the wiki for Entrepreneurs
Exam
Midterm today
Schedule for today
1 First frac12 - Midterm exam
2 After break Discussion about exam doubts
3 Cross-cultural issues for Global Entrepreneurs
Mid-term Exam ndash May 8th 2010
-- 830 am-10am
bull15 to take exam
Global Entrepreneurship developing the global mindset for entrepreneurs
Class 6Saturday May 8th 2010bullCross cultural issues for
Global entrepreneurs
Question
bullWho thinks they might1 Start a company with business overseas2 Work with a foreign company someday3 Work with foreigners someday
Are you ready How high is your cultural intelligence
Cultural Competencebull Goals
To be successful in business across cultures or in multicultural operations
Understand when you need to adapt When working with employees from other cultures a person has to determine how much they might need to adapt their behaviors around different business functions
To be able to succeed with people from different cultural backgrounds
bull But bewareAn employeersquos success in a certain area does not
mean they will be successful in the same area in another culture
httpglobotrendspbworkscomculture
Importance for global entrepreneurs
bullWhen ldquolocalizingrdquo foreign business models you need to consider a PEST analysis
bullA big part of which involves CULTURE
What is different (from one country to next)What might make the business NOT work
(if you transfer it without making modifications)
The ldquoSrdquo of ldquoPEST(LE)rdquo
socialbull lifestyle trendsbull demographicsbull consumer attitudes and opinionsbull media viewsbull law changes affecting social factors
bull brand company technology image CULTUREbull consumer buying patternsbull fashion and role modelsbull major events and influencesbull buying access and trendsbull ethnicreligious factorsbull advertising and publicitybull ethical issues
National perspectives
where you are influences what you see
Hofstede analysis
bullCulture is more often a source of conflict than of synergy Cultural differences are a nuisance at best and often a disaster - Dr Geert Hofstede
How similar are we
Cultural Orientation Index
COI
Cultural Orientations Indicator -COI
bull The COI generates an analysis of cultural gaps by comparing your COI cultural profile with national and regional cultural profiles and it reveals similarities and differences as well as potential culture-based risk and
success factors bull On the basis of these results individuals can
develop effective cross-cultural management and business strategies
httpglobotrendspbworkscomculture
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Brian David Butler
TeachingBrian Butler is currently a professor with Forum-Nexus which is co-sponsored by the IQS Business School of the Ramon Llull University in Barcelona and the Catholic University of Milan He teaches classes on International Finance and Global Entrepreneurship in Europe every July and January
In Miami Brian has taught Finance Economics and Global Trade at Thunderbirdrsquos Global MBA program in Miami
He previously worked as a research analyst at the Columbia University Business School in New York City
brianbutlerforum-nexuscombriandbutlergmailcomLinkedInbriandbutlerSkype briandbutler
Brian David Butler
InternationalA global citizen Brian was born in Canada raised in Switzerland (where he attended international British school) educated through university in the US started his career with a Japanese company moved to New York to work as an analyst married a Brazilian and has traveled extensively in Latin America Asia Europe and North America
Brian currently lives in Recife Brazil where he is teaching classes on ldquoGlobal Entrepreneurshiprdquo at the university ldquoFaculdade Boa Viagemrdquo
brianbutlerforum-nexuscombriandbutlergmailcomLinkedInbriandbutlerSkype briandbutler
Brian ButlerFounder of ldquoKookyPlancomrdquo ndash the wiki for Entrepreneurs
Exam
Midterm today
Schedule for today
1 First frac12 - Midterm exam
2 After break Discussion about exam doubts
3 Cross-cultural issues for Global Entrepreneurs
Mid-term Exam ndash May 8th 2010
-- 830 am-10am
bull15 to take exam
Global Entrepreneurship developing the global mindset for entrepreneurs
Class 6Saturday May 8th 2010bullCross cultural issues for
Global entrepreneurs
Question
bullWho thinks they might1 Start a company with business overseas2 Work with a foreign company someday3 Work with foreigners someday
Are you ready How high is your cultural intelligence
Cultural Competencebull Goals
To be successful in business across cultures or in multicultural operations
Understand when you need to adapt When working with employees from other cultures a person has to determine how much they might need to adapt their behaviors around different business functions
To be able to succeed with people from different cultural backgrounds
bull But bewareAn employeersquos success in a certain area does not
mean they will be successful in the same area in another culture
httpglobotrendspbworkscomculture
Importance for global entrepreneurs
bullWhen ldquolocalizingrdquo foreign business models you need to consider a PEST analysis
bullA big part of which involves CULTURE
What is different (from one country to next)What might make the business NOT work
(if you transfer it without making modifications)
The ldquoSrdquo of ldquoPEST(LE)rdquo
socialbull lifestyle trendsbull demographicsbull consumer attitudes and opinionsbull media viewsbull law changes affecting social factors
bull brand company technology image CULTUREbull consumer buying patternsbull fashion and role modelsbull major events and influencesbull buying access and trendsbull ethnicreligious factorsbull advertising and publicitybull ethical issues
National perspectives
where you are influences what you see
Hofstede analysis
bullCulture is more often a source of conflict than of synergy Cultural differences are a nuisance at best and often a disaster - Dr Geert Hofstede
How similar are we
Cultural Orientation Index
COI
Cultural Orientations Indicator -COI
bull The COI generates an analysis of cultural gaps by comparing your COI cultural profile with national and regional cultural profiles and it reveals similarities and differences as well as potential culture-based risk and
success factors bull On the basis of these results individuals can
develop effective cross-cultural management and business strategies
httpglobotrendspbworkscomculture
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Brian David Butler
InternationalA global citizen Brian was born in Canada raised in Switzerland (where he attended international British school) educated through university in the US started his career with a Japanese company moved to New York to work as an analyst married a Brazilian and has traveled extensively in Latin America Asia Europe and North America
Brian currently lives in Recife Brazil where he is teaching classes on ldquoGlobal Entrepreneurshiprdquo at the university ldquoFaculdade Boa Viagemrdquo
brianbutlerforum-nexuscombriandbutlergmailcomLinkedInbriandbutlerSkype briandbutler
Brian ButlerFounder of ldquoKookyPlancomrdquo ndash the wiki for Entrepreneurs
Exam
Midterm today
Schedule for today
1 First frac12 - Midterm exam
2 After break Discussion about exam doubts
3 Cross-cultural issues for Global Entrepreneurs
Mid-term Exam ndash May 8th 2010
-- 830 am-10am
bull15 to take exam
Global Entrepreneurship developing the global mindset for entrepreneurs
Class 6Saturday May 8th 2010bullCross cultural issues for
Global entrepreneurs
Question
bullWho thinks they might1 Start a company with business overseas2 Work with a foreign company someday3 Work with foreigners someday
Are you ready How high is your cultural intelligence
Cultural Competencebull Goals
To be successful in business across cultures or in multicultural operations
Understand when you need to adapt When working with employees from other cultures a person has to determine how much they might need to adapt their behaviors around different business functions
To be able to succeed with people from different cultural backgrounds
bull But bewareAn employeersquos success in a certain area does not
mean they will be successful in the same area in another culture
httpglobotrendspbworkscomculture
Importance for global entrepreneurs
bullWhen ldquolocalizingrdquo foreign business models you need to consider a PEST analysis
bullA big part of which involves CULTURE
What is different (from one country to next)What might make the business NOT work
(if you transfer it without making modifications)
The ldquoSrdquo of ldquoPEST(LE)rdquo
socialbull lifestyle trendsbull demographicsbull consumer attitudes and opinionsbull media viewsbull law changes affecting social factors
bull brand company technology image CULTUREbull consumer buying patternsbull fashion and role modelsbull major events and influencesbull buying access and trendsbull ethnicreligious factorsbull advertising and publicitybull ethical issues
National perspectives
where you are influences what you see
Hofstede analysis
bullCulture is more often a source of conflict than of synergy Cultural differences are a nuisance at best and often a disaster - Dr Geert Hofstede
How similar are we
Cultural Orientation Index
COI
Cultural Orientations Indicator -COI
bull The COI generates an analysis of cultural gaps by comparing your COI cultural profile with national and regional cultural profiles and it reveals similarities and differences as well as potential culture-based risk and
success factors bull On the basis of these results individuals can
develop effective cross-cultural management and business strategies
httpglobotrendspbworkscomculture
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Brian ButlerFounder of ldquoKookyPlancomrdquo ndash the wiki for Entrepreneurs
Exam
Midterm today
Schedule for today
1 First frac12 - Midterm exam
2 After break Discussion about exam doubts
3 Cross-cultural issues for Global Entrepreneurs
Mid-term Exam ndash May 8th 2010
-- 830 am-10am
bull15 to take exam
Global Entrepreneurship developing the global mindset for entrepreneurs
Class 6Saturday May 8th 2010bullCross cultural issues for
Global entrepreneurs
Question
bullWho thinks they might1 Start a company with business overseas2 Work with a foreign company someday3 Work with foreigners someday
Are you ready How high is your cultural intelligence
Cultural Competencebull Goals
To be successful in business across cultures or in multicultural operations
Understand when you need to adapt When working with employees from other cultures a person has to determine how much they might need to adapt their behaviors around different business functions
To be able to succeed with people from different cultural backgrounds
bull But bewareAn employeersquos success in a certain area does not
mean they will be successful in the same area in another culture
httpglobotrendspbworkscomculture
Importance for global entrepreneurs
bullWhen ldquolocalizingrdquo foreign business models you need to consider a PEST analysis
bullA big part of which involves CULTURE
What is different (from one country to next)What might make the business NOT work
(if you transfer it without making modifications)
The ldquoSrdquo of ldquoPEST(LE)rdquo
socialbull lifestyle trendsbull demographicsbull consumer attitudes and opinionsbull media viewsbull law changes affecting social factors
bull brand company technology image CULTUREbull consumer buying patternsbull fashion and role modelsbull major events and influencesbull buying access and trendsbull ethnicreligious factorsbull advertising and publicitybull ethical issues
National perspectives
where you are influences what you see
Hofstede analysis
bullCulture is more often a source of conflict than of synergy Cultural differences are a nuisance at best and often a disaster - Dr Geert Hofstede
How similar are we
Cultural Orientation Index
COI
Cultural Orientations Indicator -COI
bull The COI generates an analysis of cultural gaps by comparing your COI cultural profile with national and regional cultural profiles and it reveals similarities and differences as well as potential culture-based risk and
success factors bull On the basis of these results individuals can
develop effective cross-cultural management and business strategies
httpglobotrendspbworkscomculture
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Exam
Midterm today
Schedule for today
1 First frac12 - Midterm exam
2 After break Discussion about exam doubts
3 Cross-cultural issues for Global Entrepreneurs
Mid-term Exam ndash May 8th 2010
-- 830 am-10am
bull15 to take exam
Global Entrepreneurship developing the global mindset for entrepreneurs
Class 6Saturday May 8th 2010bullCross cultural issues for
Global entrepreneurs
Question
bullWho thinks they might1 Start a company with business overseas2 Work with a foreign company someday3 Work with foreigners someday
Are you ready How high is your cultural intelligence
Cultural Competencebull Goals
To be successful in business across cultures or in multicultural operations
Understand when you need to adapt When working with employees from other cultures a person has to determine how much they might need to adapt their behaviors around different business functions
To be able to succeed with people from different cultural backgrounds
bull But bewareAn employeersquos success in a certain area does not
mean they will be successful in the same area in another culture
httpglobotrendspbworkscomculture
Importance for global entrepreneurs
bullWhen ldquolocalizingrdquo foreign business models you need to consider a PEST analysis
bullA big part of which involves CULTURE
What is different (from one country to next)What might make the business NOT work
(if you transfer it without making modifications)
The ldquoSrdquo of ldquoPEST(LE)rdquo
socialbull lifestyle trendsbull demographicsbull consumer attitudes and opinionsbull media viewsbull law changes affecting social factors
bull brand company technology image CULTUREbull consumer buying patternsbull fashion and role modelsbull major events and influencesbull buying access and trendsbull ethnicreligious factorsbull advertising and publicitybull ethical issues
National perspectives
where you are influences what you see
Hofstede analysis
bullCulture is more often a source of conflict than of synergy Cultural differences are a nuisance at best and often a disaster - Dr Geert Hofstede
How similar are we
Cultural Orientation Index
COI
Cultural Orientations Indicator -COI
bull The COI generates an analysis of cultural gaps by comparing your COI cultural profile with national and regional cultural profiles and it reveals similarities and differences as well as potential culture-based risk and
success factors bull On the basis of these results individuals can
develop effective cross-cultural management and business strategies
httpglobotrendspbworkscomculture
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Schedule for today
1 First frac12 - Midterm exam
2 After break Discussion about exam doubts
3 Cross-cultural issues for Global Entrepreneurs
Mid-term Exam ndash May 8th 2010
-- 830 am-10am
bull15 to take exam
Global Entrepreneurship developing the global mindset for entrepreneurs
Class 6Saturday May 8th 2010bullCross cultural issues for
Global entrepreneurs
Question
bullWho thinks they might1 Start a company with business overseas2 Work with a foreign company someday3 Work with foreigners someday
Are you ready How high is your cultural intelligence
Cultural Competencebull Goals
To be successful in business across cultures or in multicultural operations
Understand when you need to adapt When working with employees from other cultures a person has to determine how much they might need to adapt their behaviors around different business functions
To be able to succeed with people from different cultural backgrounds
bull But bewareAn employeersquos success in a certain area does not
mean they will be successful in the same area in another culture
httpglobotrendspbworkscomculture
Importance for global entrepreneurs
bullWhen ldquolocalizingrdquo foreign business models you need to consider a PEST analysis
bullA big part of which involves CULTURE
What is different (from one country to next)What might make the business NOT work
(if you transfer it without making modifications)
The ldquoSrdquo of ldquoPEST(LE)rdquo
socialbull lifestyle trendsbull demographicsbull consumer attitudes and opinionsbull media viewsbull law changes affecting social factors
bull brand company technology image CULTUREbull consumer buying patternsbull fashion and role modelsbull major events and influencesbull buying access and trendsbull ethnicreligious factorsbull advertising and publicitybull ethical issues
National perspectives
where you are influences what you see
Hofstede analysis
bullCulture is more often a source of conflict than of synergy Cultural differences are a nuisance at best and often a disaster - Dr Geert Hofstede
How similar are we
Cultural Orientation Index
COI
Cultural Orientations Indicator -COI
bull The COI generates an analysis of cultural gaps by comparing your COI cultural profile with national and regional cultural profiles and it reveals similarities and differences as well as potential culture-based risk and
success factors bull On the basis of these results individuals can
develop effective cross-cultural management and business strategies
httpglobotrendspbworkscomculture
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Mid-term Exam ndash May 8th 2010
-- 830 am-10am
bull15 to take exam
Global Entrepreneurship developing the global mindset for entrepreneurs
Class 6Saturday May 8th 2010bullCross cultural issues for
Global entrepreneurs
Question
bullWho thinks they might1 Start a company with business overseas2 Work with a foreign company someday3 Work with foreigners someday
Are you ready How high is your cultural intelligence
Cultural Competencebull Goals
To be successful in business across cultures or in multicultural operations
Understand when you need to adapt When working with employees from other cultures a person has to determine how much they might need to adapt their behaviors around different business functions
To be able to succeed with people from different cultural backgrounds
bull But bewareAn employeersquos success in a certain area does not
mean they will be successful in the same area in another culture
httpglobotrendspbworkscomculture
Importance for global entrepreneurs
bullWhen ldquolocalizingrdquo foreign business models you need to consider a PEST analysis
bullA big part of which involves CULTURE
What is different (from one country to next)What might make the business NOT work
(if you transfer it without making modifications)
The ldquoSrdquo of ldquoPEST(LE)rdquo
socialbull lifestyle trendsbull demographicsbull consumer attitudes and opinionsbull media viewsbull law changes affecting social factors
bull brand company technology image CULTUREbull consumer buying patternsbull fashion and role modelsbull major events and influencesbull buying access and trendsbull ethnicreligious factorsbull advertising and publicitybull ethical issues
National perspectives
where you are influences what you see
Hofstede analysis
bullCulture is more often a source of conflict than of synergy Cultural differences are a nuisance at best and often a disaster - Dr Geert Hofstede
How similar are we
Cultural Orientation Index
COI
Cultural Orientations Indicator -COI
bull The COI generates an analysis of cultural gaps by comparing your COI cultural profile with national and regional cultural profiles and it reveals similarities and differences as well as potential culture-based risk and
success factors bull On the basis of these results individuals can
develop effective cross-cultural management and business strategies
httpglobotrendspbworkscomculture
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Global Entrepreneurship developing the global mindset for entrepreneurs
Class 6Saturday May 8th 2010bullCross cultural issues for
Global entrepreneurs
Question
bullWho thinks they might1 Start a company with business overseas2 Work with a foreign company someday3 Work with foreigners someday
Are you ready How high is your cultural intelligence
Cultural Competencebull Goals
To be successful in business across cultures or in multicultural operations
Understand when you need to adapt When working with employees from other cultures a person has to determine how much they might need to adapt their behaviors around different business functions
To be able to succeed with people from different cultural backgrounds
bull But bewareAn employeersquos success in a certain area does not
mean they will be successful in the same area in another culture
httpglobotrendspbworkscomculture
Importance for global entrepreneurs
bullWhen ldquolocalizingrdquo foreign business models you need to consider a PEST analysis
bullA big part of which involves CULTURE
What is different (from one country to next)What might make the business NOT work
(if you transfer it without making modifications)
The ldquoSrdquo of ldquoPEST(LE)rdquo
socialbull lifestyle trendsbull demographicsbull consumer attitudes and opinionsbull media viewsbull law changes affecting social factors
bull brand company technology image CULTUREbull consumer buying patternsbull fashion and role modelsbull major events and influencesbull buying access and trendsbull ethnicreligious factorsbull advertising and publicitybull ethical issues
National perspectives
where you are influences what you see
Hofstede analysis
bullCulture is more often a source of conflict than of synergy Cultural differences are a nuisance at best and often a disaster - Dr Geert Hofstede
How similar are we
Cultural Orientation Index
COI
Cultural Orientations Indicator -COI
bull The COI generates an analysis of cultural gaps by comparing your COI cultural profile with national and regional cultural profiles and it reveals similarities and differences as well as potential culture-based risk and
success factors bull On the basis of these results individuals can
develop effective cross-cultural management and business strategies
httpglobotrendspbworkscomculture
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Question
bullWho thinks they might1 Start a company with business overseas2 Work with a foreign company someday3 Work with foreigners someday
Are you ready How high is your cultural intelligence
Cultural Competencebull Goals
To be successful in business across cultures or in multicultural operations
Understand when you need to adapt When working with employees from other cultures a person has to determine how much they might need to adapt their behaviors around different business functions
To be able to succeed with people from different cultural backgrounds
bull But bewareAn employeersquos success in a certain area does not
mean they will be successful in the same area in another culture
httpglobotrendspbworkscomculture
Importance for global entrepreneurs
bullWhen ldquolocalizingrdquo foreign business models you need to consider a PEST analysis
bullA big part of which involves CULTURE
What is different (from one country to next)What might make the business NOT work
(if you transfer it without making modifications)
The ldquoSrdquo of ldquoPEST(LE)rdquo
socialbull lifestyle trendsbull demographicsbull consumer attitudes and opinionsbull media viewsbull law changes affecting social factors
bull brand company technology image CULTUREbull consumer buying patternsbull fashion and role modelsbull major events and influencesbull buying access and trendsbull ethnicreligious factorsbull advertising and publicitybull ethical issues
National perspectives
where you are influences what you see
Hofstede analysis
bullCulture is more often a source of conflict than of synergy Cultural differences are a nuisance at best and often a disaster - Dr Geert Hofstede
How similar are we
Cultural Orientation Index
COI
Cultural Orientations Indicator -COI
bull The COI generates an analysis of cultural gaps by comparing your COI cultural profile with national and regional cultural profiles and it reveals similarities and differences as well as potential culture-based risk and
success factors bull On the basis of these results individuals can
develop effective cross-cultural management and business strategies
httpglobotrendspbworkscomculture
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Cultural Competencebull Goals
To be successful in business across cultures or in multicultural operations
Understand when you need to adapt When working with employees from other cultures a person has to determine how much they might need to adapt their behaviors around different business functions
To be able to succeed with people from different cultural backgrounds
bull But bewareAn employeersquos success in a certain area does not
mean they will be successful in the same area in another culture
httpglobotrendspbworkscomculture
Importance for global entrepreneurs
bullWhen ldquolocalizingrdquo foreign business models you need to consider a PEST analysis
bullA big part of which involves CULTURE
What is different (from one country to next)What might make the business NOT work
(if you transfer it without making modifications)
The ldquoSrdquo of ldquoPEST(LE)rdquo
socialbull lifestyle trendsbull demographicsbull consumer attitudes and opinionsbull media viewsbull law changes affecting social factors
bull brand company technology image CULTUREbull consumer buying patternsbull fashion and role modelsbull major events and influencesbull buying access and trendsbull ethnicreligious factorsbull advertising and publicitybull ethical issues
National perspectives
where you are influences what you see
Hofstede analysis
bullCulture is more often a source of conflict than of synergy Cultural differences are a nuisance at best and often a disaster - Dr Geert Hofstede
How similar are we
Cultural Orientation Index
COI
Cultural Orientations Indicator -COI
bull The COI generates an analysis of cultural gaps by comparing your COI cultural profile with national and regional cultural profiles and it reveals similarities and differences as well as potential culture-based risk and
success factors bull On the basis of these results individuals can
develop effective cross-cultural management and business strategies
httpglobotrendspbworkscomculture
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Importance for global entrepreneurs
bullWhen ldquolocalizingrdquo foreign business models you need to consider a PEST analysis
bullA big part of which involves CULTURE
What is different (from one country to next)What might make the business NOT work
(if you transfer it without making modifications)
The ldquoSrdquo of ldquoPEST(LE)rdquo
socialbull lifestyle trendsbull demographicsbull consumer attitudes and opinionsbull media viewsbull law changes affecting social factors
bull brand company technology image CULTUREbull consumer buying patternsbull fashion and role modelsbull major events and influencesbull buying access and trendsbull ethnicreligious factorsbull advertising and publicitybull ethical issues
National perspectives
where you are influences what you see
Hofstede analysis
bullCulture is more often a source of conflict than of synergy Cultural differences are a nuisance at best and often a disaster - Dr Geert Hofstede
How similar are we
Cultural Orientation Index
COI
Cultural Orientations Indicator -COI
bull The COI generates an analysis of cultural gaps by comparing your COI cultural profile with national and regional cultural profiles and it reveals similarities and differences as well as potential culture-based risk and
success factors bull On the basis of these results individuals can
develop effective cross-cultural management and business strategies
httpglobotrendspbworkscomculture
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
The ldquoSrdquo of ldquoPEST(LE)rdquo
socialbull lifestyle trendsbull demographicsbull consumer attitudes and opinionsbull media viewsbull law changes affecting social factors
bull brand company technology image CULTUREbull consumer buying patternsbull fashion and role modelsbull major events and influencesbull buying access and trendsbull ethnicreligious factorsbull advertising and publicitybull ethical issues
National perspectives
where you are influences what you see
Hofstede analysis
bullCulture is more often a source of conflict than of synergy Cultural differences are a nuisance at best and often a disaster - Dr Geert Hofstede
How similar are we
Cultural Orientation Index
COI
Cultural Orientations Indicator -COI
bull The COI generates an analysis of cultural gaps by comparing your COI cultural profile with national and regional cultural profiles and it reveals similarities and differences as well as potential culture-based risk and
success factors bull On the basis of these results individuals can
develop effective cross-cultural management and business strategies
httpglobotrendspbworkscomculture
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
National perspectives
where you are influences what you see
Hofstede analysis
bullCulture is more often a source of conflict than of synergy Cultural differences are a nuisance at best and often a disaster - Dr Geert Hofstede
How similar are we
Cultural Orientation Index
COI
Cultural Orientations Indicator -COI
bull The COI generates an analysis of cultural gaps by comparing your COI cultural profile with national and regional cultural profiles and it reveals similarities and differences as well as potential culture-based risk and
success factors bull On the basis of these results individuals can
develop effective cross-cultural management and business strategies
httpglobotrendspbworkscomculture
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Hofstede analysis
bullCulture is more often a source of conflict than of synergy Cultural differences are a nuisance at best and often a disaster - Dr Geert Hofstede
How similar are we
Cultural Orientation Index
COI
Cultural Orientations Indicator -COI
bull The COI generates an analysis of cultural gaps by comparing your COI cultural profile with national and regional cultural profiles and it reveals similarities and differences as well as potential culture-based risk and
success factors bull On the basis of these results individuals can
develop effective cross-cultural management and business strategies
httpglobotrendspbworkscomculture
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
How similar are we
Cultural Orientation Index
COI
Cultural Orientations Indicator -COI
bull The COI generates an analysis of cultural gaps by comparing your COI cultural profile with national and regional cultural profiles and it reveals similarities and differences as well as potential culture-based risk and
success factors bull On the basis of these results individuals can
develop effective cross-cultural management and business strategies
httpglobotrendspbworkscomculture
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Cultural Orientation Index
COI
Cultural Orientations Indicator -COI
bull The COI generates an analysis of cultural gaps by comparing your COI cultural profile with national and regional cultural profiles and it reveals similarities and differences as well as potential culture-based risk and
success factors bull On the basis of these results individuals can
develop effective cross-cultural management and business strategies
httpglobotrendspbworkscomculture
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Cultural Orientations Indicator -COI
bull The COI generates an analysis of cultural gaps by comparing your COI cultural profile with national and regional cultural profiles and it reveals similarities and differences as well as potential culture-based risk and
success factors bull On the basis of these results individuals can
develop effective cross-cultural management and business strategies
httpglobotrendspbworkscomculture
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Cultural Orientations Indicator- COI
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Cultural Orientations Indicator -COIbull the COI incorporates 10 dimensions of
culture which each meet three criteria1 Each dimension recognizes an important
aspect of business and social life2 Each dimension represents components found
in every socio-cultural environment It is a basic orientation and shared rationale for behavior
3 Each dimension has practical value to anyone who needs to reconcile integrate or transcend cultural difference in order to obtain a desired outcome
httpglobotrendspbworkscomculture
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Areas of potential conflict circled
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
NOTE
bullOne thing we need to remember is that cultures are never exclusively one or the other cultures will likely be one and the other but with a clear tendency toward one of these two extremes
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Qwill John Smith have trouble in Brazil
Gap Analysis
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
COI ndash Brazil vs USAGap Analysis
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
More analysis
bullLets look at the variables one-by onehellip
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullIndividualism How individuals define their identity This dimension ranges from those on one end
such as many Americans who see themselves as individuals first and as members of a community second to those on the other end of the spectrum such as many Asians who see their interests as tied first and foremost to being members of a community
httpculturallyteachingcom
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullIndividualism
bull Individualistic vs Collectivistic cultures Where do you see Brazilian vs US culture
with relation to individualist vs collectivistic comparison (example from previous class group at Disney
world)
httpculturallyteachingcom
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Areas of potential conflict circled
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Brazil + USA - Key differences
bullIndividualism
USA very individualistic universalisticBrazil sort-of -collectivistic
particularistic
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Univeralistic vs Particularistic Cultures
bullUniveralistic ndash rules are fair and apply to everyone regardless of circumstances
bullParticularistic ndash rules might not be fair and special circumstances might mean they should not apply to me in this circumstancehellip
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Qwill John Smith have trouble in Brazil
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullPower How individuals view different power relationships North American cultures typically value
equality between people especially in the US In many other cultures especially in Asia age and status associated with it and position are venerated and hierarchy is paramount
httpglobotrendspbworkscomculture
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullPower
Hierarchy vs Equality
How do you think the US + Brazil are different on this dimension
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Areas of potential conflict circled
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Brazil + USA - Key differences
bullPowerUSA more towards - equalityBrazil more towards - hierarchy
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Qwill John Smith have trouble in Brazil
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bull Power bull Hierarchy ndash flat equalitarian vs hierarchy
Question is it ok to publicly challenge your boss or to chastise an employee
Can decisions be made by the lowest of employeesDo low-level employees think ldquoIm just as good as the
bossrdquoFamous Quote ldquowe hold these truths to be self ndash
evident that all men are created equalrdquo Thomas Jefferson US Declaration of Independence
httpglobotrendspbworkscomculture
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bull Basically Power Distance refers to inequality bull Does a culture find inequality okay and in fact necessary
to maintain societal structure (high Power Distance) Or does a culture find inequality wrong and strive to reduce inequality (low Power Distance)104 Slovakia (= high Power Distance)94 Philippines90 Romania81 Mexico67 Colombia57 Spain49 South Africa45 Jamaica40 USA39 Canada36 Australia35 Great Britain18 Denmark (= low Power Distance) httpculturallyteachingcom
USA is NOT the extreme of equality-orientation
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullIn LOW power distance cultures
people are considered as existentially equal The inequality is just one in roles and is not existential
Merit what you do with yourself is more important than the family that you were born in
In organizations subordinates most often expect their managers to ask for their input
Privileges and status symbols tend to be frowned upon
httpculturallyteachingcom
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullPower Distance have to do with Education
bullLow Power Distance cultureTeachers expect initiatives from students in
classTeachers are experts who transfer impersonal
truthsStudents treat teachers as equals
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bull Power Distance have to do with Education
httpculturallyteachingcom
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bull Power Distance have to do with Education
httpculturallyteachingcom
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullCompetitiveness How individuals are
motivated This dimension measures what motivates people in regard to others
Cooperation Or cut-throat competitiveness
How do you think Americans and Brazilians are different in this respecthttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Areas of potential conflict circled
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Brazil + USA - Key differences
bull CompetitivenessUSA competitiveBrazil collective competitive (in group out)
bull Americans for example are motivated by competitive factors such as getting ahead and succeeding personally
bull In other cultures the prevailing cultural emphasis is on succeeding through cooperating with others and moving the larger enterprise ahead
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Qwill John Smith have trouble in Brazil
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullEnvironment How individuals view and relate to the
people objects and issues in their sphere of influence
The range is from those who want to control their environment on one end such as Americans to those who value harmony and constraint above all on the other such as many Asian cultureshttpglobotrendspbworkscomculture
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Areas of potential conflict circled
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Brazil + USA - Key differences
bullEnvironmentUSA -controlBrazil - harmony control
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Qwill John Smith have trouble in Brazil
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bull Time How individuals perceive the nature of time and
its use This has three axesmdash
one regarding focus such as those who prefer to focus on one thing at a time to those who are multi-focused
a second that measures those who see time as fixed versus those who see it as fluid and
a third that captures a personrsquos predilection for viewing things in the present the past or the future
httpglobotrendspbworkscomculture
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Time
photo by badboy69
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Brazil + USA - Key differences
bullTimeUSA - single focued fixedBrazil - multi focused fluid
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Qwill John Smith have trouble in Brazil
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullTime the way people use it usually divides cultures in two categories
bull1 monochroniclinear (or ldquoclock timerdquo) 2 polychronicflexible
httpculturallyteachingcom
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullTime For example
many Americans are single focused fixed time and future oriented which is why they often face challenges with Latin Americans for example who are multi-focused see time as a fluid thing and for whom the past is a key driver
httpglobotrendspbworkscomculture
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullAction How individuals view
actions and interactions This dimension measures
onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo
Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
httpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Brazil + USA - Key differences
bullActionHow individuals view actions and
interactions This dimension measures onersquos penchant for ldquodoingrdquo versus ldquobeingrdquo Again Americans are very doing-oriented while many other cultures especially in the Middle East are being-oriented
USA doingBrazil being
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
cultural theoryHave you noticed for instance that some
characteristics of monochronic cultures fit very nicely with ideas highly valued in individualistic societies Which also tend to be small power distance In cross-cultural theory literature the monochronicindividualistsmall power distance cultures are considered doing cultures At the other end of the spectrum polychroniccollectivisticlarge power distance cultures are called being cultures
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
ldquoDoingrdquo Cultures
bullHere are some very broad characteristics of doing culturesStatus is earned (eg the work you do in
your job) It is not merely a function of who you are (eg birth age seniority)
Status is not automatic and can be forfeited if one stops achieving (eg you quit your job)
Great emphasis is placed on deadlines schedules etc
httpglobotrendspbworkscomculture
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
ldquoDoingrdquo Cultures
httpculturallyteachingcom photo by Susan_NYC
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
ldquoDoingrdquo CulturesTasks take precedence over personal
relationships in most cases (eg your family may not like it but they understand if you have to miss a family birthday party because you have work to do)
People are supposed to have a personal opinion which they are expected to verbalize
bullread more from CulturallyTeachingcomhttpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
ldquoBeingrdquo Cultures
bullAnd here are some very broad characteristics of being culturesStatus is built into who a person is Itrsquos
automatic and therefore difficult to loseTitles are important and should always be
used in order to show appropriate respect for someonersquos status
httpglobotrendspbworkscomculture
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
ldquoBeingrdquo Cultures
httpculturallyteachingcom photo by naok
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
ldquoBeingrdquo CulturesHarmony should be maintained and
therefore direct confrontation or disagreement is to be avoided Saving face is highly valued
Relationships often take precedence over tasks Much time is spent on greeting and farewell rituals or getting to know someone before agreeing to do business with them
bullread more from CulturallyTeachingcomhttpculturallyteachingcom
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Put your country on the doing being maphellipbullThe US is definitely a doing culture bullGreat emphasis is put on people being
productive including the times one is supposed to be ldquooffrdquo such as on weekends In this case weekend productivity is measured in the amount of house chores errands or other activities that people are able to do
httpculturallyteachingcom
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Put your country on the doing being maphellipbull What are some words or expressions that people
in doing cultures tend to use most often Words that have a positive connotation in doing cultures Below you can find some that immediately come to mindrights negotiate fairness necessity objectives
question criticize self friendship ldquodo your own thingrdquo contract litigation self-interest self-respect individual dignity I me pleasure adventure privacy truth law order safe predictable tight work save moderation goal permanent future economy effort invest deadline schedule
httpculturallyteachingcom
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Put your country on the doing being maphellipbullbeing cultures Here are a few
harmony face sacrifice family (in a symbolic sense) tradition respect father (as a title) older brother younger brother wisdom protect pleasing honor duty loyalty relativity unstructured loose flexible relation gift today yesterday tradition
httpculturallyteachingcom
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Effect on communication styles
bull1 The Doing (D) person is eager to get to the point The Being (B) person would rather spend some time getting to know the person theyrsquore speaking with and talk about personal stuff before getting to the point
httpculturallyteachingcom
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Effect on communication styles
bull2 Given the concern for deadlines and schedules of D people they are very careful about the amount of details they include in a conversation Only the details that are DIRECTLY related to the topic will make it The others will be left out This can be quite challenging for B people who need a much larger amount of details in order to fully understand an issue and feel comfortable talking about it
httpculturallyteachingcom
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullCommunication How individuals express
themselves This dimension measures
communication styles and predilections across four indicators 1 context which refers to
how much the context of a situation drives the conversation (Americans typically say what they mean which is low context in a high context culture such as Japan you are supposed to surmise things from whatrsquos not being said) httpglobotrendspbworkscomculture
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullCommunication
four indicators
2 direct versus indirect communication styles (Americans are typically direct Japanese are indirect)
httpglobotrendspbworkscomculture
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullCommunication
four indicators
3 expressive styles which means using facial and hand gestures as part of communicating versus an instrumental style in which a person is far less demonstrative when communicating
httpglobotrendspbworkscomculture
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullCommunication
four indicators
4 and how much formality is required to communicate in a given culture
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Brazil + USA - Key differences
bullCommunication
USA low context direct instrumentalBrazil high context indirect expressive
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullCommunication
Americans are typically low context direct expressive and informal in their conversational approach on the other end of the spectrum Japanese are high context indirect instrumental and very formal in business communications
httpglobotrendspbworkscomculture
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bull Space bull How individuals demarcate their physical and
psychological space bull Americans typically treat their physical and
psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects
bull Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Brazil + USA - Key differences
bull SpaceHow individuals demarcate their physical and
psychological space Americans typically treat their physical and psychological space as private and guard it against strangers other cultures are conditioned to a more public approach to both aspects Hence Americans are uncomfortable with customs in the Middle East in which men kiss each othersrsquo cheeks in greeting and hold hands when walking together
USA - privateBrazil - private public
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullStructure How individuals
approach change risk ambiguity and uncertainty
This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations
Many Americans are pre-disposed toward flexibility while many Japanese prefer orderhttpglobotrendspbworkscomculture
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Brazil + USA - Key differences
bullStructureHow individuals approach change risk
ambiguity and uncertainty This dimension ranges from those who like to work within orderly confines to those who flourish in flexible situations Many Americans are pre-disposed toward flexibility while many Japanese prefer order
USA amp Brazil both flexible Finally we agree on something
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning Inductive reasoning goes
from the specific to the general Deductive reasoning goes from the general to the specific
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Brazil + USA - Key differences
bullThinkingHow individuals conceptualize This dimension
measures how people think from inductive to deductive reasoning to linear to systemic patterns of data collection and analysis Many Americans are inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
USA Inductive linearBrazil deductive syste
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullThinking How individuals
conceptualize Many Americans are
inductive linear thinkers who like short relevant statements and anecdotal examples to Germans who like theoretical concepts and abstractions
httpglobotrendspbworkscomculture
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Areas of potential conflict circled
Why do you think TIME is not circled as a CONFLICT area
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
bullThinking How individuals
conceptualize This dimension measures
how people think 2 measures from inductive to
deductive reasoning to linear to systemic
patterns of data collection and analysis
httpglobotrendspbworkscomculture
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Inductive thinkingbull Inductive reasoning is making a conclusion based on a set of
empirical data If I observe that something is true many times concluding that it will be true in all instances is a use of inductive reasoning
bull Example All sheep that Ive seen are white All sheep must be white
bull This example makes inductive reasoning seem useless but it is in fact very powerful Most scientific discoveries are made with use of inductive reasoning A majority of mathematical discoveries come about from conclusions made with inductive reasoning or observation But the key word is discovery With induction something can be discovered but not proven
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Deductive thinking
bullDeductive reasoning starts with a general rule a premise which we know to be true or we accept it to be true for the circumstances Then from that rule we make a conclusion about something specific
bullExample All turtles have shells The animal I have captured is a turtle I conclude that the animal in my bag has a
shell
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Deductive thinkingbull Another example of a deductive argument
All men are mortalSocrates is a man (Therefore) Socrates is mortal
Seems ok but Everyone who eats steak is a quarterback John eats steak [Therefore] John is a quarterback ()
Prejudice ndash watchoutldquoall Chinese are good at mathrdquo He is chinese so he must be good at mathhellip ()-- deductive thinking can get you in trouble
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
hellipwhile Being Wary of Stereotypes bull Just as there are Americans and Australians who
are fluid time-oriented and are indirect communicators so too are there Brazilians who attend meetings at the time agreed upon and Japanese who are direct communicators ldquoby assigning particular cultural orientations to
national cultures a generalization is created and is only a starting point for further inquiry which is subject to review validation and change The keydifferences among cultures are the emphasis and the expression given to one over the other depending on the situationrdquo
httpwwwthunderbirdeduwwwfilespdfexecutive_educationconsulting_networkknowledge_centerthought_pieceskinsinger_2009_ucoi_cipdf
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Resources to learn more
bullhttpglobotrendspbworkscomCulture-issues-in-Brazil
bullThunderbird here Download the PDF raquobullsee the TMC site here
httpwwwtmcorpcom
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Resources to learn morebull Attitudes
Brazils Attitude Towards Diversity Brazils Attitude Towards Change Attitudes Towards Authority Attitudes Towards Family Attitudes toward material wealth
bull bull BusinessIndustry
Brazilian Deal or No Deal Brazils Business Etiquette Business meeting etiquette in Brazil Brazilian Communication Patterns Brazilian Sports Industry Brazillian Coffee Industry Business and Religion in Brazil Brazilian Music Industry Jeito
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
International IQ moment
What is happening in Greece - discussion
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Athens GreeceAthens Greece ndash at the heart of a European Crisis
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Athens Greece
bullWhat is happening in Greece ndash discussion for next class
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
Homework part 1ndash due Wednesday for feedback or at next class
bullTypically cultural factors drive the differences in business etiquette encountered during international business travel
bullUsing the globalEdge Website find five tips regarding business etiquette in Greece
